Senior Sales Manager - New Business & Account Expansion (f/m/d)

Overview

Senior Sales Manager - New Business & Account Expansion (f/m/d) at IDnow. This role focuses on driving growth in the DACH region through strategic new client acquisition and expansion of revenue within existing accounts. The position is based in Berlin or Munich, Germany.

Responsibilities

• Strategic Business Development: Design and execute go-to-market strategies to identify, qualify, and pursue high-value new business opportunities in the DACH region.
• Pipeline Management: Build and maintain a robust sales pipeline that exceeds quarterly and annual revenue targets through disciplined forecasting and opportunity management.
• Account Expansion: Identify and implement upselling and cross-selling opportunities within existing accounts, map decision-making centers, and cultivate profitable stakeholder relationships.
• Client Relationship Management: Establish and nurture strategic relationships with C-level executives and key decision-makers, serving as their trusted advisor for identity verification solutions.
• Sales Cycle Ownership: Manage the complete sales process from lead generation through contract negotiation, deal closure, and handoff to implementation teams.
• Market Intelligence: Use competitive intelligence and market insights to develop targeted client acquisition strategies and identify opportunities for customer base expansion.
• Cross-Functional Collaboration: Partner with Customer Success, Marketing, Product, and Legal teams to ensure aligned strategies and flawless service delivery.
• Documentation & Reporting: Maintain accurate records of client interactions, contract negotiations, renewals, and performance metrics using CRM systems.
• Brand Representation: Represent the company at industry events, conferences, and client meetings with professional conduct and leadership in the market.

Qualifications

• Bachelor's degree in Business Administration, Finance, Marketing, or related field within the technology sector.
• Minimum 5-7 years of progressive sales experience in new business development or account management in identity verification or broader SaaS technology within the DACH region.
• Experience in B2B SaaS sales with a focus on both new business acquisition and strategic account expansion.
• Proficiency in MEDDPIC sales methodology and Command of the Message framework.
• Strong understanding of the identity verification and Trust Service Provider (TSP) market landscape, especially in Retail sectors (POS, age verification, electronic signatures).
• Experience in complex deal negotiation and contract closure with enterprise prospects.
• Full sales cycle management experience from lead generation to implementation.
• Strategic account development experience with customer expansion strategy execution.
• Risk assessment capabilities for assigned portfolios with proactive mitigation.
• Expert-level proficiency in CRM platforms, particularly Salesforce.
• Native or business-fluent in German and English (additional European languages advantageous).
• Excellent verbal and written communication skills with the ability to articulate technical concepts to diverse stakeholders.
• Strong presentation skills for C-level audiences.
• Customer-Centric Approach, Advanced Negotiation Skills, and Results-Driven Performance with a proven track record of meeting/exceeding targets.
• Executive Relationship Management and Stakeholder Management capabilities.
• Analytical Acumen and Strategic Planning abilities to inform decision-making and align with business goals.

Location

This position is based in Berlin or Munich, Germany.

Benefits

• Health & Wellbeing: Access to the nilo mental health platform including 1on1 sessions.
• Development: Udemy training platform with 24/7 access and unlimited content, including certification.
• Remote work support: Equipment assistance and flexible working hours.
• Collaboration: Regular onsite gatherings and team events.
• Paid special leave for family or personal needs.
• Workcation: Options to combine work with longer stays at holiday destinations.
• Location-specific benefits vary by location.

IDnow applies the principles of non-discrimination and equality. We promote open and inclusive recruitment and working environments, respecting equal opportunities for all applicants regardless of sex, race or ethnic origin, religion or convictions, gender identity, citizenship, marital status, disability, age, or sexual orientation.

We encourage referrals as they can increase interviewing chances.

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